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disoly

银虫 (正式写手)

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[交流] 【Share】bond

There is a speical bond between salespeople and custormers which can be stronger than the bond between customers and product.

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easyeveryday

1楼 2010-09-10 16:11:52

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disoly

银虫 (正式写手)

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兰蝴蝶(金币+4):thank you for your share~~ 2010-09-10 19:08:29

If the customer occupies the heart and center of the buying process, the sales person’s first priority must be to discover the customer’s wants and expectations.  Here is a story to illustrate how the discovery process works better than traditional product selling.

A man wanted to buy a riding lawn mover. The sales person gave him information about the machines.  They had 5-year warranties; they were Briggs and Stratton motors; they had a 36-inch blade for larger cutting areas.  The man was not satisfied. He left and went to the local implement dealer.

Before he was shown any lawn mowers, the sales person asked some questions.  “Do you have any trees on your property?”  The man answered, “Yes, we’ve a lot of trees.”  “Do you have any hills on your property?”  “Yes,” the man answered.  The salesman asked, “Do you have any low areas, where water tends to collect?”  “Yes,” said the man, “there is a big area down below the hill.”  “Will your wife get involved in the grass cutting?” The man said, “This machine is a present for my wife.”

“Based on what you have told me,” said the salesman, “these are my recommendations. First I would suggest the 12 horse motor rather than the 10 horse.  This will help you get up those hills.  I would recommend a set of wider tires that will help you get through the wet areas without getting stuck.  I would recommend the rear bag so you can move easily around the trees.  And finally, I would recommend the electric start so your wife will have no trouble using the machine.”  The man bought his riding lawnmower from the implement dealer.